In a welcome move for resellers, Panda Security has taken the decision to ditch its direct consumer sales operation and ramp up its relationship with consultancy-led distie partner Blue Solutions.
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The firm has also taken up with Westcoast and VIP Computers in an attempt to strike back at competitors such as Symantec and Kaspersky. Westcoast will look after the volume business while VIP services components VARs.
The existing, decade-long relationship with Blue Solutions will be expanded to offer Panda's consumer range in electronic format, which it believes will speed up the ordering process, cut out deliver costs and boost its green credentials.
Panda Security UK head of retail Lisa Wooton said the firm had never been "channel unfriendly" and had always kept its internal teams on a tight leash to avoid overt competition.
"However," she said, "we now believe distribution and only distribution will best suit our growth plans."
Wooton continued: "We'll be taking a more active role with our distributors and will maintain the same volume of resellers as we make the transition. Channel account managers are in place at Panda and a new in-house, dedicated product specialist, Amber Forrester, will be on hand at Blue Solutions to support resellers."